1.APTTUS 5 Secrets to Sales Operations Success @inboundmarketer #SalesSummit

2. APTTUS 5 Secrets to Sales Operations Success @inboundmarketer #SalesSummit 3. APTTUSAPTTUS Confidential Defining Sales Ops 4. APTTUSAPTTUS Confidential Key Sales Ops Skills 5. APTTUSAPTTUS Confidential Challenges in Sales Ops Big role with lots of responsibilities May lack insufficient investments or resources Hard to prove ROI Difficult to find strong talent Sales teams are often geographically spread Viewed as a Cost Center Executive team disconnected 6. APTTUSAPTTUS Confidential Sales Ops At Apttus Coping with explosive growth of sales team by: Recruiting a Strong Sales Ops Team! Goal Setting Measuring Prioritizing Training Automating Everything 2011: 5 Reps 2014: 90 BDRs, SEs, and AEs 7. APTTUSAPTTUS Confidential 1. Have a Plan 8. APTTUSAPTTUS Confidential 2. Keep the Team Updated 9. APTTUSAPTTUS Confidential 3. Talk in Actions, Not Just History +11% Bookings -90% QTC Cycle Times Mix by Product, Channel, Geo 3% Margin Improvement 10. APTTUSAPTTUS Confidential 4. Know Your Plays Define the process Make sure its comprehensive Make sure its aligned to your systems Make sure its easy to understand Train everyone to succeed 11. APTTUSAPTTUS Confidential Really Make Sure Everyone Knows Your Plays! Weekly Training + Special Training Calls Home Office In-Person Training Regional Training Bulletins and Update Emails LMS Training Certification & Badging 12. APTTUSAPTTUS Confidential 5. Make it About the Big Stuff Is it really going to make a difference? How? Will it get executive attention and support? What are the opportunity costs? Key questions to ask: Will it increase revenue? Will it increase margins? Will it decrease spending? Will it create efficiencies? Will it save the sales team time? 13. APTTUSAPTTUS Confidential Highest Value Way for Sales Ops to Show Value Opportunity ERP 14. APTTUSAPTTUS Confidential Opportunity ERP How Most Do It Manual Processes Homegrown Systems Outside Salesforce 15. APTTUSAPTTUS Confidential How to Fill The Quote-To-Cash Gap Quote Contract RevenueOpportunity ERP 16. APTTUSAPTTUS Confidential How to Fill The Quote-To-Cash Gap Quote Contract RevenueOpportunity ERP Configure, Price, Quote to sell anything, from anywhere, on any device 17. APTTUSAPTTUS Confidential How to Fill The Quote-To-Cash Gap Quote Contract RevenueOpportunity ERP Request, approve, negotiate, sign and store contracts 18. APTTUSAPTTUS Confidential How to Fill The Quote-To-Cash Gap Quote Contract RevenueOpportunity ERP Manage tasks, milestones payments & revenue with full visibility and reporting 19. APTTUSAPTTUS Confidential Bonus: Be a Marketer!